Regional Business Development Director, Clients & Markets - 2-year contract Regional Business Development Director, Clients &  …

KPMG
in Hong Kong
Permanent, Full time
Be the first to apply
Competitive
KPMG
in Hong Kong
Permanent, Full time
Be the first to apply
Competitive
Regional Business Development Director, Clients & Markets - 2-year contract
About the role

We are looking for an energetic, results oriented Regional Business Development Director with 10+ years account management/business development support experience to support our Regional Priority Accounts. This is a client facing role which will require candidates to both bring their own network of industry contacts and be prepared to instigate and develop new client relationships.

In addition to a track record in business development, you will need a client focus to understand our clients' and sector issues and a solid sense of personal responsibility for both our clients and your personal goals. You must demonstrate outstanding problem-solving abilities and relationship-building skills across the Asia Pacific region.

The role is to help develop and execute the regional account plan through supporting the Regional Lead Partner and Regional Sector Heads in building and delivering go to market engagement with clients, work with all the key countries to build a plan that includes a target ambition, key client needs to focus on (fields of play), key offers/solutions we can share and the key buyers/individuals we need to build relationships with to increase pipeline, wins and revenue.

Deliverables and accountabilities

Originate
  • Work with Account teams to understand the Account/Sector plans and establish a good working relationship with the Global/Regional Lead Partner and Account Team, Global/Regional Sector Head and Regional Sector teams.
  • Instigate and develop key client relationships in new areas of focus
  • Execute the Account plan around Contact Mapping, identifying and work with Marketing, Functions to devise ways to engage with all the key Stakeholders within named accounts and also drive ways to engage systematically across Sector Accounts.
  • Work collaboratively with Pre-Sales/Function teams to ensure Go To Market Material is adequate for the relevant client engagements.
  • Define the key client issues aligning to the sector/industry trends
  • Support the build of key client relationships, including the development of client stakeholder mapping and client contact lists and activities to drive more meetings
  • Understanding of KPMG-wide services, solutions, thought leadership to determine which programs, events and initiatives would be relevant to the key clients
  • Undertake capability gap assessments and competitor analysis

Convert
  • Work with the respective Lead partners as the Client Relationships Executive to ensure the proposal/response meets the client requests
  • Identify key Pipeline opportunities that may need regional support to enhance the win rate of regional/global opportunities
  • Suggest and contribute to ways we can collectively win more pursuit in the sector/accounts that you support
  • Provide direct support to engage with key stakeholders/influencers and leverage Qualification scores and sales methodologies to improve win rates
  • Ensure we support key regional engagements from the account. i.e. Large/ multi-country engagements
  • Manage and report on pipeline and share account pipeline across the region

ASPAC Clients & Markets (C&M) Strategy
  • Support other initiatives and the execution of the ASPAC C&M Strategy as appropriate
  • Contribute to the ASPAC Board and other C&M reporting requirements
  • Support the account and sector reviews process


Skills and experience
  • Diploma/Tertiary degree or equivalent (preferably in a finance, accounting, business, marketing, or information technology discipline)
  • At least 10 years of experience working with all levels of management to assess business needs
  • Demonstrate track record of engaging and building new relationships with C-Suite across the region in the Sector they represent
  • Have a clear understanding of the Sector issues and trends and buyers needs in the sector they represent
  • Ability to build a collaborative cross border team and communicate effectively within a virtual team
  • Excellent attention to detail and a can-do attitude
  • A proactive communicator with excellent verbal and written English communication skills
  • Strong work ethic, resilient and willingness to work in a fast-paced environment
  • Problem-solving and decision-making skills and being able to anticipate needs of the account team/client
  • Logical thinking and consultative orientation
  • Confident and proactive in the adoption and use of technology
  • Mandarin or Cantonese language skills would be an advantage as the candidate is required to liaise with our China & Hong Kong counterparts
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